Partners are increasingly essential in the changing information and communications world. The enterprise communications market is transitioning from dedicated hardware-based platforms to a blended ecosystem of services- and software-centric platforms deployed on the customer premises.

Technology advancements and new business models have lowered adoption barriers and are making solutions more powerful and compelling for customer organizations of all sizes.

As buying patterns shift toward hosted and cloud services it is important for traditional channel partners to build their business practices and recurring revenue streams in the early days of the market’s formation, before competition intensifies greatly and more customers lock into long-term provider relationships.

While demand for cloud services is rising, demand for premises-based platform support remains strong. Many organizations will require a mix. Integrating customer-owned assets with cloud services is an increasing requirement.

Going forward, channel partners must sell and support a wider range of deployment and consumption models. Access to premises-based, hosted/cloud and hybrid solutions is a necessity.

The components that can be part of the UC stack is growing. Channels must possess broader skill sets than their telephony-centric predecessors. Network, IT, voice and other expertise is required to delivery integrated and flexible, yet complex solutions that are increasingly in demand.

Channel organizations must recognize that they are partnering into a technology ecosystem which gives them access to supply more of the UC stack to customers and augment their skills, services and portfolios through other ecosystem members.

About this report

The enterprise communications market is transitioning to a blended ecosystem of services and software-centric platforms deployed on the customer premises. The range of components that can be part of the UC stack is also expanding. Channel partners must possess broader skill sets than their telephony-centric predecessors. They must recognize that they are partnering into a technology ecosystem which gives them access to supply more of the UC stack to customers and augment their skills, services and portfolios through other ecosystem members.

Executive Summary

Market Overview

Customer Trends

Customer Investment Drivers and Challenges by Company Size

Recommendations for Partners

The Last Word

Appendix

The Frost & Sullivan Story

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